Episode 51 | The Key Hour

Welcome to a new chapter! In the very first episode under our new name, The Key Hour, hosts Buzz Howard, Julie Shroyer, and Justin Ingolia welcome back returning guest Ricky O’Neal, co-founder of the MORE Real Estate Group and a certified Exactly What to Say coach.

This conversation dives deep into communication, curiosity, and the relationship-building skills that separate good professionals from truly great ones. As AI continues to reshape business, Ricky makes a compelling case that authentic human connection isn’t becoming less important, it’s becoming more valuable than ever.

In this episode, we cover:

The exciting rebrand from The Blitz Break to The Key Hour

Why conversational excellence is one of the most valuable skills you can develop

Ricky’s three core values: freedom, impact, and family

How protecting the first 90 minutes of your day can transform your productivity

The "Curiosity Triangle" and how curiosity, empathy, and courage create stronger relationships

Why AI will increase the value of genuine communication instead of replacing it

The mistake of "stealing someone’s story" and how to become a better listener

How to create intentional, memorable moments in everyday conversations

Why accepting compliments gracefully is a skill worth developing

Why asking for introductions may be far more effective than simply asking for referrals

Plus, Julie shares a social media tip, and the team gives a shoutout to this week’s sponsor, Nudie Bar Soap Co.

Whether you’re in real estate, mortgage, sales, or any relationship-driven business, this episode is packed with practical strategies you can immediately put into practice.

Like, subscribe, and join us as we kick off this exciting new chapter with The Key Hour.

Drop a comment: What’s one conversation habit that has helped you build stronger relationships?

Chapters

Kicking Off Episode 51 & Introducing Ricky O’Neill — 0:00

What Does Success Really Mean? — 5:01

Core Values & Building a Disciplined Morning Routine — 10:41

From Real Estate Leader to Certified Exactly What to Say Coach — 16:22

Why AI Makes Real Conversation Skills More Valuable — 20:50

The Curiosity Triangle: Earning Trust Through Empathy and Courage — 26:12

Inside the Exactly What to Say Workshops — 30:02

Rapport and Why Stealing Someone’s Story Kills Connection — 34:19

Engineered Moments: Turning Thank You Into Opportunity — 37:58

The Art of Accepting a Compliment — 41:48

Final Advice & Turning Everyday Moments Into Impact — 45:22

Sponsor Spotlight & Closing Takeaways — 52:12

Episode 50 | The Blitz Break 🎙️

The big 5-0! 🎉 This milestone episode of The Blitz Break brings together Buzz Howard and Justin Ingolia, joined by guest host (and sponsor) Michelle Kincaid of Kincaid Insurance Services and returning guest Chris Airola, owner of Rent Pros, one of the largest private property management firms in the Sacramento region.

This episode is packed with real-world insight, personal stories, and a deep dive into the policies and pressures shaping California real estate, insurance, and investing today.

In this episode, we cover:

🏡 Chris’s journey from a Northern California cattle ranch to building Rent Pros and stepping into leadership with the Rental Housing Association

💼 Michelle’s incredible story of taking over her late husband’s insurance agency with zero experience, and turning it into a thriving business

📜 Proposition 13: why it continues to be a target, and what losing it could mean for homeowners and retirees

🌴 Leaving California: taxes, lifestyle, and where people are considering going next (yes… Bali came up)

🏙️ A fun detour into New York City, including a surprise Madonna concert in Times Square

📈 Rent control, AB 1482, and the long-term impact on housing supply and rental prices

🏠 Insurance market update: CA Fair Plan, surplus lines, and what’s improving (and what’s not)

💸 The hidden costs of homeownership: HOAs, Mello-Roos, and rising insurance premiums

🛡️ Why every tenant should have renters insurance, and what it actually covers

🐶 Breed restrictions, liability concerns, and the challenges around emotional support animals

📱 Social media tip: how to use Instagram “Trials” to test and scale your content

📊 Buzz wraps with a mortgage market update, highlighting weaker-than-expected jobs data and its impact on interest rates heading into the weekend.

This episode is equal parts education, perspective, and real talk, and a perfect way to celebrate 50 episodes of The Blitz Break.

👉 Like, subscribe, and share to support the show!

💬 Drop a comment: Would you stay in California long-term, or is an exit part of your plan?

Chapters

00:00:00 Welcome & Introductions

00:06:09 Chris’s Background

00:10:16 Michelle’s Story

00:13:43 Prop 13 Explained

00:18:37 Leaving California

00:23:02 The New York Rabbit Hole

00:27:06 Rent Control History

00:31:31 AB 1482: Landlord Regulations

00:36:55 Rising Costs & the Insurance Crisis

00:41:46 Insurance Pricing Out Homeowners

00:46:24 HOAs & Renters Insurance

00:50:56 Dog Breeds & Emotional Support Animals

00:55:32 Social Media Tip: Instagram Trials

01:01:20 Wrap-Up, Takeaways & Market Report

Episode 49 | The Blitz Break 🎙️

This week on The Blitz Break, Buzz Howard, Julie Shroyer, and Justin Ingolia welcome back Albert Chavez for a powerful and deeply personal conversation around growth, faith, and fatherhood.

Albert opens up about his journey behind his book From Darkness to Redemption and shares a first look into his upcoming project focused on fatherhood. This episode goes beyond business — diving into identity, accountability, and what it really means to lead yourself and your family with intention.

In this episode, we cover:

📖 The story and purpose behind From Darkness to Redemption

👨‍👧 Albert’s upcoming book on fatherhood and why it matters now

💬 Why men struggle with vulnerability, and how to change that

🔄 Albert’s personal transformation and lessons learned along the way

✍️ Writing as a tool for accountability, clarity, and growth

🧠 The mindset shift from reacting to living with purpose

🙏 Faith, relationship with God, and finding authenticity

⛪ The difference between authentic faith and “corporate” church

🧩 The accountability formula that can change your life

👨‍👩‍👧 Parenting lessons: letting go, leading, and showing up

Plus, Julie shares a social media tip to help you stay consistent and authentic online, followed by a quick market update to keep you informed.

If you’re looking for a conversation that challenges you to grow, lead better, and live with more purpose, this episode is a must-listen.

👉 Like, subscribe, and share with someone who needs to hear this message.

Make sure to check out our sponsor for this week, S&D Custom Stone and Tile, at the link below:

https://www.sanddcustomstoneandtile.com/

💬 Drop a comment: What does accountability look like in your life right now?

00:00:00 Intro & Albert’s New Book on Fatherhood

00:04:51 Men’s Vulnerability & Men’s Work

00:12:54 Albert’s Transformation Journey

00:17:42 Writing the Book: Accountability & Purpose

00:21:30 Fatherhood, Letting Go & Parenting Lessons

00:30:01 Faith & Relationship with God

00:36:27 Authentic Faith vs. Corporate Church

00:43:27 Key Takeaways from From Darkness to Redemption

00:50:17 Accountability Formula & The New Book

00:57:12 Social Media Tips & Market Update

01:02:55 Wrap-Up & Closing

Episode 48 | The Blitz Break 🎙️

This week on The Blitz Break, Buzz Howard and Justin Ingolia are joined by Cara Ryan, 1031 exchange specialist with IPX, for a deep dive into one of the most powerful (and often misunderstood) wealth-building tools in real estate.

Cara brings energy and expertise as she shares her unique journey from pageants and performing to becoming a trusted resource in the 1031 exchange space. She breaks down how exchanges work, why timing is everything, and how agents and loan officers can better guide their clients through the process.

In this episode, we cover:

🏡 Cara’s background: from Miss Sacramento to real estate specialist

🎤 Life as a Kings dancer, broadcaster, and performer

🔄 What a 1031 exchange is and how it actually works

⏳ The critical 45-day identification window and property rules

🏢 Delaware Statutory Trusts (DSTs) explained simply

🌎 How IPX operates nationwide and supports investors

⚠️ Common mistakes and exchange pitfalls to avoid

🤝 How realtors and loan officers can add value to investor clients

🍽️ Cara’s favorite Sacramento spots

Plus, a market update to close things out and keep you dialed into what’s happening right now.

If you want to better understand 1031 exchanges, help your clients build long-term wealth, and avoid costly mistakes, this episode is a must-listen.

👉 Like, subscribe, and share with someone who needs to learn how to leverage a 1031 exchange.

💬 Drop a comment: Have you ever done a 1031 exchange, or are you thinking about one?

Chapters

00:00:00 Intro & Meet Cara Ryan

00:02:57 Cara’s Background: Pageants & Miss Sacramento

00:07:46 Kings Dancer, Broadcaster & Tumbling Stories

00:13:09 Transition to Real Estate & Career Path

00:15:57 What Is a 1031 Exchange?

00:21:10 About IPX 1031 & Nationwide Operations

00:24:55 The 45-Day ID Rules & Three Property Options

00:29:30 Delaware Statutory Trusts (DSTs) Explained

00:44:05 Why Choose IPX & Exchange Warnings

00:47:55 How Realtors & Loan Officers Can Help Clients

00:53:13 Favorite Sacramento Restaurants

01:04:57 Market Update & Closing

Episode 47 | The Blitz Break 🎙️

This week on The Blitz Break, Julie Shroyer, Buzz Howard, and Justin Ingolia sit down with special guest Cathy Ruiz, a real estate agent who has carved out a powerful niche helping boomers and their aging parents navigate major life transitions.

Cathy shares how her personal experiences shaped her business, leading her to become a full-service resource for families dealing with downsizing, assisted living decisions, and everything in between. This episode dives into the emotional, logistical, and financial layers of working with aging clients, and how agents can truly serve instead of just sell.

In this episode, we cover:

Cathy’s real estate journey and how she found her niche

Specializing in boomers and helping families through transitions

Turning personal experience into a full-service business model

Navigating assisted living options and finding the right fit

Handling pushback and guiding difficult conversations about moving

“Rightsizing” challenges: low rates, stairs, and too much stuff

Step-by-step approach to working with aging clients and their families

Social media strategy, why the key is to just start

Using AI to streamline and grow your real estate business

Staying accountable through coaching and consistency

Plus, a market update to wrap things up and bring it all back to what’s happening right now.

If you’re looking to build a niche, serve your clients at a deeper level, and stand out by solving real problems, this episode is packed with insight and inspiration.

👉 Like, subscribe, and share with someone who works with clients going through life transitions.

💬 Drop a comment: Have you ever helped a client navigate downsizing or a major life move?

Chapters:

00:00:00 Intro & Cathy’s Real Estate Origin Story

00:09:10 Granite Bay Roots & The Boomers Niche

00:13:03 Cathy’s Mom & Building a Full-Service Niche

00:16:41 Assisted Living Options & Finding the Right Fit

00:23:48 Social Media, Coaching & Staying Accountable

00:27:44 Overcoming Pushback & The Case for Moving

00:34:37 Boomers Rightsizing: Low Rates, Stairs & Too Much Stuff

00:39:44 Social Media Tips: Just Start

00:42:14 Using AI in Your Real Estate Business

00:53:21 Working with Aging Clients Step by Step

00:56:22 Market Update & Closing

Episode 46 | The Blitz Break 🎙️

This week on The Blitz Break, Phil Rasmussen, Buzz Howard, Julie Shroyer, and Justin Ingolia are back with a no-guest episode packed with real talk on sales, relationships, and what actually makes you stand out in a crowded market.

From first impressions to follow-up, the crew breaks down the subtle (but powerful) behaviors that separate average producers from top performers. This episode leans heavily into mindset, confidence, and how to shift from “sales mode” into building genuine relationships that actually convert.

In this episode, we cover:

👀 First impressions, and what people notice before you even speak

💭 Mindset, confidence, and handling rejection the right way

⚡ Eye contact, energy, and how to instantly stand out

🤝 Sales mode vs. relationship mode, and when each matters

🛍️ The “Nordstrom story” and breaking through social barriers

🚗 The car dealership playbook: what works (and what doesn’t)

🎯 How to identify what’s actually valuable to your partners

😅 Why salespeople tend to be people pleasers, and how to manage it

📞 Follow-up strategies that actually get responses

📅 Setting appointments and mastering the follow-through

🎉 Building real connections at events (without forcing it)

📱 Social Media Tip of the Week from Julie

📊 Mortgage Market Update from Buzz

If you’re looking to improve your conversations, build stronger relationships, and close more business without feeling “salesy”, this episode is full of practical takeaways you can apply immediately.

👉 Like, subscribe, and share with someone who’s working on leveling up their sales game.

💬 Drop a comment: Do you feel like you’re operating more in sales mode or relationship mode right now?

Chapters:

00:00:00 Welcome & First Impressions

00:06:53 Mindset, Confidence & Rejection

00:09:34 Eye Contact, Energy & Standing Out

00:12:57 Sales Mode vs. Relationship Mode

00:16:06 Breaking the Force Field: The Nordstrom Story

00:20:25 The Car Dealership Playbook

00:27:52 Identifying What’s Valuable to Your Partners

00:33:00 Salespeople as People Pleasers

00:41:25 Follow-Up Strategies That Work

00:45:08 Building Personal Connections at Events

00:47:38 Scheduling Appointments & the Art of the Follow-Through

00:57:12 Social Media Tip of the Week

01:00:54 Mortgage Market Update

Episode 45 | The Blitz Break 🎙️

This week on The Blitz Break, Phil Rasmussen, Justin Ingolia, Buzz Howard, and Julie Shroyer sit down with Steve Vasquez, owner of S&D Custom Stone and Tile, for a conversation that blends craftsmanship, entrepreneurship, and real-world lessons from over 30 years in the trade.

Steve shares his journey from starting as a helper in 1992 to building his business from the ground up, juggling two jobs for years before going all in. From unforgettable experiences visiting marble quarries in Italy to investing in cutting-edge technology, this episode highlights what it really takes to grow and sustain a business built on quality and reputation.

In this episode, we cover:

🪨 Steve’s journey in the stone and tile industry and building a business from scratch

🇮🇹 Inside the Italian marble quarries and how top materials are sourced

🏡 Natural stone vs. quartz: trends, durability, and repairability

⚙️ How technology has transformed fabrication (digital templating, CAD, and automated saws)

📈 Growing a business through word-of-mouth and reputation

💰 Taking big risks, including financing high-end equipment to level up production

🏗️ Massive projects, costly mistakes, and lessons learned along the way

⚠️ Why hiring licensed contractors matters, and how to protect yourself

📱 Social media strategy for tradespeople, focusing on engagement over followers

🎥 Julie’s pro tip: using curiosity-driven content to boost reach and visibility

Plus, a Mortgage Market Update from Phil, including insights on oil prices, inflation, and why locking rates ahead of holiday weekends can matter more than you think.

If you’re building a business, working in the trades, or just want a behind-the-scenes look at what goes into high-end home projects, this episode is packed with value.

👉 Like, subscribe, and share with someone who’s in the home services or real estate space.

💬 Drop a comment: Would you choose natural stone or quartz for your next project?

Chapters

00:00:00 Welcome & Introductions

00:03:57 Steve’s Background & The Italy Quarry Trip

00:07:06 Stone Materials, Trends & Digital Technology

00:13:38 Growing the Business & Word of Mouth

00:16:33 Big Projects & Notable Jobs

00:26:20 Industry Standards & What Sets Great Contractors Apart

00:41:14 Social Media Tips for the Trades

00:51:26 Mortgage & Interest Rate Update

00:59:47 Wrap Up & How to Reach S&D Custom Stone and Tile

Episode 44 | The Blitz Break 🎙️

This week on The Blitz Break, Phil Rasmussen, Buzz Howard, and Justin Ingolia are joined by Tara Anaya and Kyle Ellsworth from CrossCountry Mortgage for a fun, fast-paced conversation that blends real estate strategy, relationship-building, and a few unforgettable stories along the way.

Recorded ahead of a Sacramento Real Producers event at an A’s game, the episode kicks off with some baseball nostalgia before diving into what actually moves the needle in today’s market. Tara shares how she’s built her presence by leading with value, not just conversations, and why bringing something tangible to the table is the fastest way to stand out.

In this episode, we cover:

⚾ The A’s game event, Marty York (“Yeah-Yeah” from The Sandlot), and creative ways to make an impression

🎯 Why leading with value beats generic networking every time

🤝 How to break into a new market and build real relationships

🚀 Kyle’s journey from the refi boom to self-generated business

💪 75 Hard, discipline, and building habits that actually stick

📞 Prospecting with purpose, not just activity for activity’s sake

📊 Using data to identify the agents who are actually producing

✈️ The “airline tiers” analogy and why relationships should be earned and developed

✨ What five-star, white-glove service really looks like in practice

📦 Creative client and agent experiences that people remember

😅 Wild loan stories you won’t believe (but are very real)

Plus, a quick market update covering bond improvements, oil prices, and what shifts in leadership could mean for the industry.

If you’re looking for practical ways to stand out, build stronger relationships, and bring real value to your partners, this episode is a must-listen.

👉 Like, subscribe, and share with someone in the industry who needs to hear this.

💬 Drop a comment: What’s one way you’re creating value for your partners right now?

Chapters

00:00:00 Welcome & Tonight’s Event

00:02:25 Marty York from The Sandlot

00:07:43 Moving to Sacramento: Networking & Creating Value

00:10:11 Kyle Joins the Team & Getting Started in Lending

00:13:24 75 Hard & Building Good Habits

00:32:33 Prospecting Strategy: Making Your Time Count

00:40:37 Agent Tiers, Data & Building Loyalty Like the Airlines

00:44:43 Five-Star Service & The Loan Application Experience

01:02:02 Wild Loan Stories

01:06:34 Market Update & Wrap-Up

Episode 46 | The Blitz Break 🎙️

This week on The Blitz Break, Phil Rasmussen, Justin Ingolia, and Buzz Howard are joined by returning guest Mike Miklaus from Integrity Mortgage for a wide-ranging conversation that blends mindset, market insight, and real-world loan scenarios you won’t hear anywhere else.

From early baseball stories and viral umpire moments to the psychology behind performance (and what the “yips” can teach us about business), the episode quickly shifts into what actually drives success in today’s market. Mike shares perspective on discipline vs. motivation, avoiding shiny objects, and why self-awareness is one of the most underrated skills in the industry.

In this episode, we cover:

⚾ The mental side of performance, and what sports can teach us about business

🧠 The “yips” and overcoming mental blocks under pressure

📊 How technology is changing the game (and where human judgment still matters)

📋 Key guideline updates, including IRS payment plan changes

🤖 Why AI won’t replace loan officers, but LOs using AI will win

🎯 Recruiting, focus, and avoiding distractions in a noisy industry

💪 Motivation vs. discipline, what actually creates consistency

🤝 Why relationships are still the foundation of long-term success

📱 Building your database starting with the contacts you already have

💬 How to handle the “rate-only” client conversation

⚖️ Balancing being a technician vs. a true salesperson

🏡 A real-world loan scenario navigating gray areas and “mattress money”

📉 Industry consolidation and what it means for independent lenders

📚 Mike’s new book, The Alignment Advantage, and the process of writing and publishing your story

Plus, a Mortgage Market Update from Buzz and a quick conversation on the potential SpaceX IPO.

If you’re looking to sharpen your mindset, stay ahead of industry shifts, and build a business rooted in relationships, this episode is a must-listen.

👉 Like, subscribe, and share with someone in the industry who needs to hear this.

💬 Drop a comment: Are you operating more on motivation or discipline right now?

Chapters

00:00:00 Introductions & Baseball Banter

00:02:39 The Umpire Goes Viral: A Story from the Playoffs

00:05:20 Rick Ankiel & the Yips: Mental Blocks in Sports

00:11:37 Pitch Tracking Tech & Umpire Accuracy

00:19:07 Knowing the Guidelines: The IRS Payment Plan Rule Change

00:20:55 AI Won’t Replace LOs, But LOs Using AI Will Win

00:22:51 Recruiting, Shiny Objects & Self-Awareness

00:26:39 Motivation vs. Discipline: What Actually Drives Success

00:30:05 Relationships Are the Foundation

00:39:14 Building Your Database: Start with Your Phone

00:45:58 Handling the Rate-Only Client

00:48:38 Mechanics vs. Salespeople: Finding the Balance

00:50:43 Real-World Loan Scenario: Mattress Money & Gray Areas

00:52:57 Industry Consolidation & the Future of Independent Lending

00:55:16 Mike’s New Book: The Alignment Advantage

00:56:43 Publishing Process & Writing Your Story

01:10:26 Mortgage Market Update & SpaceX IPO

Episode 42 | The Blitz Break 🎙️

This week on The Blitz Break, Phil Rasmussen, Buzz Howard, Julie Shroyer, and Justin Ingolia sit down with Gayla Wiley from Old Republic Home Protection for a conversation that dives into one of the most overlooked tools in real estate, home warranties, and how they can create real value for both agents and clients.

Gayla breaks down what a home warranty actually is, how to choose the right policy, and what truly separates a great provider from the rest. From navigating new construction vs. resale homes to building strong partnerships with agents and lenders, this episode is full of practical insights you can put to work immediately.

In this episode, we cover:

🏡 What a home warranty really is and how it protects homeowners

📋 How to choose the right policy for different situations

💡 What sets a great home warranty company apart from the competition

🏗️ New construction vs. resale homes: what agents need to know

🤝 How to partner with a home warranty rep to better serve clients

📣 Marketing tools and strategies to educate and win more business

💪 Gayla’s background, work ethic, and what drives long-term success

📱 Social media strategy and staying relevant in today’s market

📊 The most common home warranty claims and what to expect

Plus, a Mortgage Minute from Buzz and final takeaways you can use to better protect your clients and elevate your business.

If you’re looking for ways to add value, stand out, and create a smoother experience for your clients, this episode is a must-listen.

👉 Like, subscribe, and share with someone in real estate who needs to hear this.

💬 Drop a comment: Do you talk to your clients about home warranties, or is it something you’ve been overlooking?

Chapters

00:00:00 — Welcome & Introducing Gayla Wiley

00:00:53 — What Is a Home Warranty?

00:02:09 — Choosing the Right Policy

00:11:25 — What Sets Us Apart from the Competition

00:15:16 — Why Gayla Joined Home Warranty

00:18:37 — New Construction vs. Resale Homes

00:22:48 — How to Partner with a Home Warranty Specialist

00:26:13 — Marketing Tools & Lender Education

00:29:20 — Personal Background & Work Ethic

00:34:27 — Social Media Strategy

00:42:27 — Mortgage Minute

00:46:06 — Top Claims & Final Takeaways